Friday, August 07, 2009

"I've got a lot of prospects pending, but not a lotclosing. What should I do?"

Like many questions I get, that's extremely vagueand requires a lot more information before I couldgive a specific detailed answer. But it did get methinking about a possible reason, and remedy.

I call it the Cleansing Question. Let me set it upfirst.

What percent of the people in your follow-up file atthis very second do you feel will ever do businesswith you?

Sixty percent?

More? Less?!

You're fairly typical if you answered 50% or less. It'snot a good percentage, but typical.

Why? Oh, there are several reasons. Reps like to hangon to prospects, thinking that shred of interest mighteventually turn into something. They're right:Disappointment, and a waste of time, usually.

Others stake their claim to prospects, tattooing theirname on the prospect's record in the "system," just incase divine intervention comes into play and the persondecides to call up and order on their own. These repsthen usually pounce upon the order and say, "It's mine.See, has my name on it."

Ask the Cleansing QuestionBut, the main reason reps have too many "leads working" isthat they don't ask the tough questions early enough. Youneed to find out if the person you're talking to is reallya "player." It's always better to get a "no" early, thanto waste time, effort, paper, and postage chasing shadowsthat never will materialize.

Here is what you need to do starting today.Begin cleaning up your "non-prospect" prospects now. Askthis Cleansing Question,

"Mr./Ms. Prospect, we've been talking for awhile now, andhave agreed that we'd be able to help you (fill in withhow they would benefit.) I want to be sure I'm not botheringyou, or wasting your time or mine. Tell me, what is theprobability we'll be able to work together in the next month?"

Think of the possible results here.

1. They say, "Zero probability." Great, now at least you canfind out the real problem, or move them out. Movement, forwardor out, is progress.

2. They give some other probability. Good, but not great. Youwant to ask what you both need to do to move forward now.Get specifics. Commitments. Ask them to attach timeframes to the commitments. Don't allow them to continueputting you off. Again, movement here is success.

3. You just might get the business right now. Perfect.Sometimes all it takes is the nudge to get the boulderrolling down the mountain.

Do some late-summer cleaning. Examine your follow-up files.Prepare you own strategy and ask the Cleansing Question.

Go and Have Your Best Week Ever!

Art

QUOTE OF THE WEEK"There are risks and costs to a program of action. But theyare far less than the long range risks and costs ofcomfortable inaction."John F. Kennedy